1、 外文翻译 private banking Source:international economic integration Author: Jovanovi,Miroslav N At a stroke youll encompass queue misery,disinterested service,call centers,computer malfunctions and pushy sales teams.And dont get your guests started on bank charges.Banks,once populated by nice,quiet and
2、helpful clerks,have gone on growth hormones and transformed into a hungry retail beast.Youre most likely stuck in a time warp if you think your bank is actually that,a bank-in fact its a financial services shop.If youd maybe like to see the same faces at your bank and have the occasional little chat
3、 about crime or the weather,forget it.Today you have to produce more ID and proof of residence than an illegal immigrant just to check your account balance.The bank manager,who used to personally know all his clients,now has no idea who you are,nor any of his customers for that matter,beyond your pr
4、inted balance sheet.If youre a frustrated retail client tired of being marketed to,maybe the time has come to consider a change.As it happens,a number of retail banks are currently sifting through their client base seeing exactly who they can shift up to their private bank.You might want to consider
5、 pre-empting that offer and letting them know of your immediate availability.For all its marketing to the yachting fraternity and vineyard owners,private banking mostly offers what used to pass for normal banking.You personally know your banker and he knows you and your financial affairs.Most people
6、 probably have always believed that private banking is a closed world for the seriously rich.Retail banks would rather you dont know there are real alternatives to their automated complacency,while private banks by definition dont tout for business. Most private banks have segmented their business a
7、nd there appears to be some considerable overlap between the bottom end of that market and the top end of retail banking.You need something to show,but you need not drive a Lamborghini. Maybe initially you wont see your private banker in person every time you transact,but if you suddenly need a brid
8、ging loan or you want to raise funds for a business deal or an interesting private project,a private banker will call you within 24 hours and give you an answer just as quickly. He might even come to your house,talk through your finances and fiduciary affairs without ever trying to sell anything and
9、 find some interesting solutions for you.You might even find that the equity in your home can be used to start up that business you always dreamed of.If youre interested in managing your own money effectively,then a private bank can make a big difference.You just pick up the phone and talk through w
10、hat you want.Branches?Probably Sandton,Cape Town and Durban only-but the great thing is that,wherever you are,your banker will be your regular contact.Hell know you and will understand that while systems can be automated,people dont want to be. HSBC Private Bank advises on trusts in 23 locations and
11、 provides administration from 16 locations in three time zones.“For example,” says Clive Bannister,chief executive officer of group private banking,“take somewhere as far away as New Zealand. We can provide advice on how our core fiduciary capability in New Zealand can work for various clients but t
12、hen the administration would be done out of a mainstream international financial centre such as Hong Kong or Geneva.”The bank is also in the process of developing its operating platforms to become a single trust administration system,which in due course will be able to be adopted in each location wh
13、ile fully meeting client confidentiality parameters.Its little surprise then that HSBC is ranked as best provider of trust services to high-net-worth clients globally in this years Euromoney survey.HSBCs trust business sits in the wealth advisory services(WAS) division.With its employees numbering s
14、ome 20% of HSBC Private Banks workforce,WAS has expertise in areas including the establishment and administration of trusts,insurance and corporate structures as part of generational financial planning and specific advice on tax and financial planning.In addition,the family office advisory and corpo
15、rate finance advisory services fall under this area.“The division is there to assist individuals and their families in managing the trans-generational issues of wealth, which are often highly sophisticated and complex-and often with institutional needs,” says Bannister.In the US,HSBC has the largest
16、 tax practice of any private bank there,with some 280 specialists dedicated to giving tax advice.But it is not only the issue of tax that encourages the establishment of trusts,explains Bannister. “Over two-thirds of the trust business comes from clients with no tax exposure at all, like the Middle
17、East where there are few or no tax obligations.Clients instead use a trust structure to manage their affairs-perhaps to create a charitable foundation to separate corporate assets and family money,or to handle divorce settlements.”HSBC Private Bank does not work only directly with the wealthy.Bannis
18、ter says that the bank is currently building the business to incorporate more intermediaries.”To source the most appropriate structure which suits specific client needs,we often work with legal and tax advisers,”he says.“As such,we are looking to more actively promote our services to the intermediar
19、y marketplace.”HSBC Private Bank is also named as best provider of Islamic banking services in Euromoneys global private banking rankings,and as fourth best global private bank. BNP Paribas Private Bank,which has more than 100 billion in assets under management,succeeded in ranking as the top privat
20、e bank in France this year,in addition to ranking fourth in western Europe.France and Europe both account for 44% of its private client assets.But the offerings in France and other countries differ,says Olivier Coenon,head of development for BNP Paribas Private Bank.“We have a very broad clientele i
21、n France and aim to be the leading bank in all client segments,”he says.“While the focus abroad is on wealthy to ultra wealthy families,the breadth of our French network allows us to make profitable inroads in the upper affluent segment that we define as clients with over 250,000 of assets with us.”
22、BNP Paribas Private Bank is onshore in Belgium,Greece,Italy,Portugal and Spain.It is also active in the key international private banking locations,notably in Switzerland,Luxembourg,Monaco,London,Hong Kong,Singapore and Miami.Coenon says the private bank is still seeing strong growth in France,and i
23、n 2004 launched an advertising campaign in the country to demonstrate the personal service that the bank can offer.Growth in 2004 was notably fuelled by the demand for retirement savings products.”The debate on retirement in France brought the need for retirement savings products to the fore and hen
24、ce probably contributed to the inflows in life insurance policies,”says Coenon.BNP Paribas is adding relationship managers in France and abroad.”What is central to our strategy is that we have developed over the past years a global private banking platform.Now that the platform is up and running,we
25、can leverage it through the recruitment of relationship managers or targeted acquisitions as recently demonstrated in Miami,Monaco and Switzerland.”Indeed 2004 saw a handful of acquisitions for the French bank.BNP Paribas acquired the Latin American high-net-worth clients of Banca Intesas subsidiary
26、 Banque Sudameris in Miami,which involved the transfer of up to $700 million in client assets.In Monaco,BNP Paribas Private Bank(Switzerland) made two acquisitions-Socit Monegasque de Banque Prive SAM and Bank von Ernst (Monaco)-adding a further 1 billion in high-net-worth assets.In December,BNP ann
27、ounced the agreement of the transfer of Citigold International Wealth Management clients in Geneva and Zurich,and the acquisition of CaixaBank Banque Prive (Suisse).BNP Paribas is also looking for rapid development in new wealth markets such as China,India and Brazil. 私人银行 资料来源 :国际经济一体化 作者： Jovanovi
28、, Miroslav N 面对不感兴趣的服务、打电话咨询中心、计算机功能出问题、销售团队强制性推销 等问题时，客户常常感受到无比的痛苦 。银行一旦碰到有好的、不善言谈 的、有帮助的客户，就会猛烈的推销，成为饥饿的零售“野兽”。如果客户觉得他 的开户银行实际上就是一个 销售金融服务的商店，那么他 很可能遭受了时间扭曲。 或许客户希望在 银行总看到不变的面孔，并且偶尔可以闲聊 一下犯罪和天气方面的问题，那么现在不要这样想了。现在仅仅核对账户余额，客户就不得不出示多种身份证明和居住证明，以说明自己 不是非法移民。客户经历以前亲自接 触所有客户，从而准确地辨别哪些客户能够提升为私人银行客户。或许客户想
29、优先购买这种权利，并让他们清楚自己 随时可能换行。 私人银行为它们所以确定的目标客户提供的服务，大部分是过去普通银行所忽略掉的。在这种服务里， 客户将亲自接触并认识银行顾问，他也将了解客户及其 财务状况。大多数人可能认为私人银行仅仅是为那些非常富有的人提供服务。实际上零售银行宁愿你不知道还有更好的服务额能替代它们自动化的优良服务，而事实上银行不是用私人银行来招徕生意的。大多数私人银行对它们的服务尽兴了细分，因此在私人银行业务的底层和零售银行业务的顶层出现了很大的重叠。你需要展示一些东西。 可能刚开始每次尽兴交易的时候不会看到客户关系经理，但当突然需要贷款周转或想为一笔生意或一项感兴趣的项目融资
30、时， 客户关系经理就会在 24小时内联系自己的客户并尽快给其 答复。 他甚至可能会直接到客户家，和客户谈 资金和财务 状况，并给客户 提 出一些有建设性的解决方案，而不像以前那些总试图推销产品和服务。客户甚至会因此发现自己家里的某些财产可以用来开启 梦寐以求的生意项目。 如果客户对经营自己的资金很感兴趣，那么私人银行可能会起很大作用，而仅需拿起电话谈自己 想怎样就行了。 汇丰私人银行在 23 个地点提供信托服务咨询，但只有 16 个地点可以跨三个时区提供信托服务。汇丰集团私人银行总裁 Clive Bannister 说：“例如，以遥远的新西兰为例，我们在新西兰可以为不同的客户说明我们的信托服务
31、是怎样操作的，但具体的服务将由我们主要的国际金融中心 ，例如香港、日内瓦等提供。”该行仍处于为信托服务铺路的阶段，将来将成立独立的信托服务体系，到时该行各个所在点都可以提供服务。然而，略为令人惊讶的是，在今年的欧洲货币评测中，汇丰被评为全球最佳高净值客户信托服务提供者。汇丰将信托业务归于财务咨询服务板块。信托的员工数占了整个私人银行员工总数的20%，其专业人员涉及的领域包括信托建立和执行、保险、公司重组、税务规划和财务计划。另外，家庭办公室咨询和公司融资咨询也属这块。“这主要是协助个人及其家庭处理财产继承方面的问 题，这些问题通常很棘手，并需要与某些机构合作 ，” Bannister 说。在美
32、国，汇丰的税务规划是所有私人银行中规模最大的，总共有 280 位税务专家做税务咨询。但信托业务并不仅仅是位税务规划二设立的， Bannister 解释说： “超过三分之一的业务是来自毫无税务方面要求的客户，像中东这些地方基本上就没有纳税义务。反而，他们是利用信托来处理他们自己的一些事务，如可能是建立一个慈善事业组织来分散公司资产和家庭资金，或者处理离婚问题。”汇丰有时并不直接和客户打交道。 Bannister说：“ 他们正在和更多的中介联合，来扩展其业务范围。为了为每个客户制 定最佳的服务组合 结构，我们经常和法律和税务咨询师打交道，”他说， “因此，我们正积极地将我们的业务交给中介市场去做。
33、”汇丰也在欧洲货币全球私人银行测评中被评为最佳伊斯兰服务银行，同时也在全球最佳私人银行排名第四。管理着超过 100 billion 资产的法国巴黎私人银行今年除了在西欧排名第四以外，也成功地晋升为法国最佳私人银行。法国和欧洲分别占了其所有私人客户资产的 44%。“但是，在法国和其他国家提供的产品和服务是有区别的，”该行发展部负责人 Olivier Coenon 说， “我们在法国有 很大的客户源，我们的目标是成为各类客 户心目中的最佳银行。”他说： “在国外，我们关注的是高净值和超高净值的家庭，然而在法国我们也会把资产超过 250,000 的客户纳入范围。” 法国巴黎私人银行在比利时、希腊、意
34、大利、葡萄牙和西班牙开展业务，在一些关键的国际性金融中心也很活跃，尤其是瑞士、卢森堡、摩纳哥、伦敦、香港、新加坡和迈阿密。 Coenon说：“ 该行在法国仍有很大的发展空间， 2004年曾在法国掀起一场展示私人银行产品和服务的广告大战。 ” 2004 年实现很大增长的主要原因是人们对退休储蓄产品的需求。“法国关于退休的讨论把人们对退休储蓄产品的需求提 上日程，很可能由于这样才使寿险保单大量增加 ， ”Coenon说 ：“ 该行正在扩充国内外私人银行客户关系经理的数量。“对我们来说，最重要的是在过去的这些年里我们已经搭建了一个全球性的私人银行服务平台。现在这个平台已经开始起作用，我们可以通过招募客户关系经理或者有目的性的收购来操作这个平台，在迈阿密、摩纳哥和瑞士我们已经这样做了。”事实上，该行在 2004 年进行了大量的收购，收购了 Banca Entesa 在迈阿密的子公司 Banque Sudameris，使其管理的资产增加了 7 亿美元。在摩纳哥，该行进行了两次收购，使其 管理的资产又增加了 1 billion。 12 月份的时候，该行宣布Citigold 国际财富 管理早日内瓦和苏黎世的客户转移到其下管理。该行也希望在新兴市场如中国、印度、巴西等取得快速发展。
